Start with a quick win for an internal champion to earn trust, then expand into a consultative sale that extracts broader business value. Success there gets you a hunting license to engage other parts of the organization and transform the entire enterprise.
Aim for the transformative sale, especially with large organizations. Usually when you come into a large organization, there's somebody inside the organization who is excited about what you're doing and they want to come in and they want to do this little bit with you to solve their, their immediate problem, make themselves look good. You do that and that is the transactional sale. Often this leads to a consultative sale, which is to help that person who's already excited figure out how to get really a lot more value out of what they're doing in the business. Ideally through also the use of your tool or offering or whatever it is that you're doing. But then you get the something that's even better. You get the hunting license, the ability to go to other parts of the organization, make your previous sponsor look good and smart for all the things that they did, and also show people a new way. This evangelism allows you to transform the client enterprise, not just in terms of getting them to buy more of your stuff, but to be able to create and unlock a whole bunch of value that previously wasn't there. That's really exciting.
